Deliverables Gap Analysis
Parking lot for deliverables that need to be added to the action plan.
Status: Analysis complete, awaiting prioritization and integration into action plan.
Summary
The playbook identifies gaps well but many don’t have concrete deliverables attached or the deliverables aren’t placed in the action plan phases.
This document captures the missing deliverables for future planning.
Field Gaps → Missing Deliverables
| Gap Identified | Current State | Missing Deliverable | Suggested Phase |
|---|---|---|---|
| Stage 1: Identify - FE doesn’t see Apps opportunities | Guided selling triggers mentioned in docs | ❌ Guided Selling Trigger Cards (printable/digital 1-pager) | P1 M1 |
| Stage 2: Qualify - No qualification framework | Fit questions exist in sales plays doc | ❌ Qualification Framework Cheat Sheet (1-pager for field) | P1 M1 |
| Stage 3: Position - Architecture uncertainty | Reference architectures planned | ❌ Archetype Decision Tree (visual quick reference) | P1 M2 |
| Stage 3: Position - Objections block deals | Objection framework exists in doc | ❌ Objection Handling Cards (per objection type) | P1 M2 |
| Stage 4: Close - Product gaps block | Workarounds mentioned but not documented | ❌ Gap Workaround Playbook (formal operational doc) | P1 M1 |
| Industry demos - No vertical-specific demos | EBC demos mentioned but not scheduled | ❌ Demo Packages by Vertical (5 verticals: FSI, HLS, Retail, MFG, DN) | P2 M4-5 |
| Marketing visibility - Events don’t feature Apps | Event calendar exists but no deliverables | ❌ Event Demo Packages (NRF, HIMSS, Data+AI Summit, etc.) | P1 M2 |
| Industry playbooks - No vertical guidance | Archetypes defined but not by industry | ❌ Industry Use Case Playbooks (FSI, HLS, Retail, MFG, DN) | P2 M5-6 |
| Enablement assets - Cookbook insufficient | Criticized as “doesn’t show what good looks like” | ❌ “What Good Looks Like” Examples (reference implementations) | P2 M4 |
Product Gaps → Missing Deliverables
| Gap Identified | Current Action | Missing Deliverable | Suggested Phase |
|---|---|---|---|
| Security cluster (public URLs, firewall, ingress/egress) | “Escalate to PM” | ❌ PM Escalation Package: Security (customer stories, ACV impact, use cases blocked) | P1 M1 |
| Cost controls (fixed 24x7) | “Include in feedback” | ❌ PM Escalation Package: Cost (deal impact data, competitive losses) | P1 M2 |
| Scaling (horizontal) | “Track loss analysis” | ❌ PM Escalation Package: Scaling (use cases blocked, architecture limitations) | P2 M4 |
| All gaps | Loss analysis template exists | ❌ Gap-Specific Workaround Docs (per gap cluster: security, cost, scaling) | P1 M1-2 |
| All gaps | Loss analysis template exists | ❌ Product Gap Tracker Dashboard (live tracking of gap → impact → status) | P1 M1 |
| Recoverable deals | Recovery pipeline mentioned | ❌ Recovery Pipeline Tracker (active document/spreadsheet) | P1 M3 |
| Customer impact | Signal log exists | ❌ Customer Impact Stories per Gap (for PM influence, with names and ACV) | P2 M4-6 |
Deliverable Gaps by Phase
┌─────────────────────────────────────────────────────────────────────────────┐
│ DELIVERABLE GAPS BY PHASE │
├─────────────────────────────────────────────────────────────────────────────┤
│ │
│ PHASE 1 (M1-3) PHASE 2 (M4-6) PHASE 3 (M7-12) │
│ ───────────── ───────────── ────────────── │
│ │
│ FIELD GAPS: FIELD GAPS: FIELD GAPS: │
│ ☐ Guided Selling Cards ☐ Demo Packages (5) ☐ SI Enablement Kit │
│ ☐ Qualification Cheat ☐ Industry Playbooks ☐ Partner Objection │
│ ☐ Objection Cards ☐ "Good Looks Like" Cards │
│ ☐ Archetype Tree ☐ Event Demo Packages │
│ ☐ Workaround Playbook │
│ │
│ PRODUCT GAPS: PRODUCT GAPS: PRODUCT GAPS: │
│ ☐ PM Package: Security ☐ PM Package: Scaling ☐ Gap Resolution │
│ ☐ PM Package: Cost ☐ Customer Impact Report │
│ ☐ Gap Tracker Dashboard Stories │
│ ☐ Recovery Pipeline │
│ │
└─────────────────────────────────────────────────────────────────────────────┘
Why This Matters
Connection to “Play” Feedback
The head of adoption architecture noted that a “play” requires:
- Target accounts ← We have criteria, need actual named list
- Levers/actions ← We have frameworks, need operational cards/cheat sheets
- Burndown tracking ← Missing entirely
These missing deliverables represent the operational layer between strategy and execution.
Current State
| Layer | Status |
|---|---|
| Strategy (why, what, how to measure) | ✅ Complete |
| Frameworks (hypotheses, traceability, archetypes) | ✅ Complete |
| Deliverables (operational artifacts) | ⚠️ Partially defined, not all in action plan |
| Plays (named accounts + actions + burndown) | ❌ Not created |
Deliverable Inventory Summary
Field Gap Deliverables
| # | Deliverable | Format | Phase | Status |
|---|---|---|---|---|
| 1 | Guided Selling Trigger Cards | 1-pager / cards | P1 M1 | ⬜ Not started |
| 2 | Qualification Framework Cheat Sheet | 1-pager | P1 M1 | ⬜ Not started |
| 3 | Archetype Decision Tree | Visual diagram | P1 M2 | ⬜ Not started |
| 4 | Objection Handling Cards | Cards (4 types) | P1 M2 | ⬜ Not started |
| 5 | Gap Workaround Playbook | Document | P1 M1 | ⬜ Not started |
| 6 | Demo Packages by Vertical | 5 packages | P2 M4-5 | ⬜ Not started |
| 7 | Event Demo Packages | Per event | P1 M2 | ⬜ Not started |
| 8 | Industry Use Case Playbooks | 5 playbooks | P2 M5-6 | ⬜ Not started |
| 9 | “What Good Looks Like” Examples | Reference apps | P2 M4 | ⬜ Not started |
Product Gap Deliverables
| # | Deliverable | Format | Phase | Status |
|---|---|---|---|---|
| 1 | PM Escalation Package: Security | Document + data | P1 M1 | ⬜ Not started |
| 2 | PM Escalation Package: Cost | Document + data | P1 M2 | ⬜ Not started |
| 3 | PM Escalation Package: Scaling | Document + data | P2 M4 | ⬜ Not started |
| 4 | Gap-Specific Workaround Docs | 3 docs | P1 M1-2 | ⬜ Not started |
| 5 | Product Gap Tracker Dashboard | Spreadsheet/dashboard | P1 M1 | ⬜ Not started |
| 6 | Recovery Pipeline Tracker | Spreadsheet | P1 M3 | ⬜ Not started |
| 7 | Customer Impact Stories per Gap | Stories + quotes | P2 M4-6 | ⬜ Not started |
Next Steps
- Prioritize which deliverables to add to action plan
- Assign owners for each deliverable
- Create burndown tracker for deliverable completion
- Integrate high-priority deliverables into Phase 1 action plan
Last Updated: January 2026